2. Leverage the Microsoft Platform For Sales Success Bruce Rasmussen Carpe Diem Consulting

3. Which is better?

4. 5 Minutes to Draw the Microsoft Platform You have 5 minutes “in the elevator”… What would you draw? “I hear the words, but I just don’t get it… Can you draw me a picture? ” Take Five…

5. Take Five Minutes to Draw the MS Platform Take Five…

7. Comprehensive Security Product Portfolio

8. Dynamic Proactive Optimizing Costs and Quality Agile Self Assessing and Continuous Improvement “Taking The Lead” Proactive Accountable Increased Monitoring Formal Change Management SLA’s Improvement Predictability “Quality Driven” Standardised Reactive Stable IT Request Driven Change Management and Planning “Keeping It Running” Basic Reactive Ad hoc Problem- Driven “Avoiding Downtime” Rationalised Infrastructure Optimisation Model Stage Characteristics

9. Infrastructure Optimisation Building a People-Ready Business 3 levels of IO Model-Based Approach Business Intelligence Enterprise Content Management Collaboration Unified Communications Enterprise Search Business Productivity Infrastructure Optimization Model Development SOA and Business Process Business Intelligence User Experience Data Management Data Protection and Recovery Desktop, Device, and Server Mgmt Identity and Access Management Security and Networking Core Infrastructure Optimization Model IT and Security Process BASIC STANDARDIZE D RATIONALIZED DYNAMIC BASIC STANDARDIZE D RATIONALIZED DYNAMIC BASIC STANDARDIZE D ADVANCED DYNAMIC Application Platform Optimization Model

10. Amplify their effectiveness for greater success People at all levels drive business success

11. Beginning a journey from “point solutions and products” to an “integrated platform” approach Realising the value of the Microsoft platform in achieving a people-ready business What Is RPV? Realising People Value Taking a broad platform perspective Fitting within current Microsoft processes and initiatives Providing a bridge across key initiatives Supporting MS community An approach to engage with customers A focus on people and “People Value” A Bridge between People, Platform, and Products For Microsoft Partners For Microsoft customers Supported by Training

12. Why Is RPV Important? Product System Data Collection traditional approach Analysis Synthesis Fostering innovation Deepening customer relationships Driving operational excellence Building high-value partnerships a consultative approach to realising value RPV

13. Where Does RPV Fit? PRB RPV builds a bridge between: The vision The implementation Why What RPV training was built on key concepts: RPV People-Ready Business Infrastructure Optimisation How IO

14. The Elements of an IT Environment Key Challenges (pains, opportunities, vision, goals) Approach to take full advantage of technology People in Various Roles Working Together CustomersPartnersRoles within the organization People’s Experience (Rich, Reach, or Both) PC Tablet WebPDA MobileVoice TVPaper Technology Services Management Services Process Services People Services Base Services

15. Framework – White Board Diagram Premium Data Center Services Technology Services People’s Experience (PCs —>SmartPhones) Management Services Process Services People Services Base Services Communication Collaboration Content Creation Personal Productivity Communication Collaboration Content Creation Personal Productivity Task Processing Workflow Reporting Task Processing Workflow Reporting Measurement and Response Analysis and Adaptation Measurement and Response Analysis and Adaptation Application Services Systems Mgt. Services Content Services Identity Services Storage Networking Security and Privacy People

16. Cross-Solution Base Services A Typical Points Solutions Framework Point Solution Services Base Services for Point Solution People’s Experience People Mgt Process App Dev Tools Application Dev Tools App Dev Tools Application Dev Tools App Dev Tools integration Interoperability integration interoperability integration interoperability integration

17. Santos Point Solution Example Intranet Process Mgt People Sun UNIX (Shared Base Services) Financials Sun UNIX Mgt Process People Oracle App Dev Messaging & Collaboration Windows Lotus Notes App Dev Process People Geological Windows App Dev Process Mgt People Intranet Windows App Dev Process Mgt People (12 intranets)

18. RPV for Initial Customer Discussions Explore Learn about the “As Is” IT environment Clarify high-level pains and goals Expand Clarify, verify “As Is” IT environment Develop implications of pains and goals Set the stage for “Envision” Enable Envision Develop a vision of the potential Suggest Unrealized Potential in current capabilities

19. Microsoft Integrated Platform: A Foundation for Seamless Computing Towards an Integrated Platform Point Solutions

20. Partners Bring Added Value Microsoft Platform Integrated Connected (Interoperable) Flexible Customisable Simple Superior User Affinity/Intimacy IT Strategy Business Architecture/Rules Business Strategy OS Architecture (.Net) Applications Standards/Languages Systems Design Systems Integration/Management Microsoft Partner Complete Solution Partner Service Offering Deep Customer Insight CustomisedSolution High-Performance Operations Accelerated Value Delivery Minimised Cost And Risk Committed Results Partner Integration Technology

21. Greater Value Lower Cost Customer Benefits Customer cost savings Increased focus on strategy/process development and alignment Ability to simplify and reduce cost of design, integration and management Superior value in software at lower cost Business/IT Strategy & Process Consulting Systems Design, Integration & Management Platform Business/IT Strategy & Process Consulting Systems Design, Integration & Management Microsoft Platform Alternative Offerings Customer Value: Lower Cost, Greater Value

22. RPV training – consulting offer RPV courses –Syd – Sep/Oct, Feb/Mar, May –Mel – Nov, Mar –Bri – Feb –Per – Nov –Ade – on request 40days of readiness training ($12k) –Public schedule –Customised readiness –Competency certification –Customer focused workshops 1 day sales/marketing/business value consulting –Sign up during APC